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Prospecting

Finding new clients so you don't have to rely on floor traffic

There were 7 articles found in this category:

You get paid to talk... so talk to someone who can pay you
We all want a friendly work environment. Don't we? One where we get along with our team mates and have fun at work. Sure we do. However too often we see a large proportion of a sales consultant's day devoted to interaction with co-workers rather than clients or prospects. We've talked before ab ...
Unapplied Time - In the sales department?
Sales department? Isn't unapplied time a measurement of service department productivity? Who ever heard of unapplied time in the sales department? Maybe those of us in the sales departments can learn a few lessons from how the service shop operates. In the service department we measure and tr ...
Building your own business
It really is shocking how many sales consultants we run into at dealerships who have 5,10,15 years experience in the business yet still get the bulk of their opportunities from floor traffic. In our experience, the closing ratio for repeat and referral clients is THREE TIMES that of new walk-in ...
Boss! That's my customer!
Whose customer is it anyway? The factory and dealership often have very different ideas about who owns the customer but what about salespeople? We see this scenario in dealerships everywhere: a client comes into the dealership and meets a salesperson and begins working on finding a vehicle. A ...
Clients for life
Pop Quiz: 1. Do you feel that you give outstanding service to your clients? 2. Do you have an objective that they buy not just once from you but many times over their lifetime? Most of us would answer yes to both questions - but do we really walk the talk? We all want a long and profitable re ...
Are you on the phone? Why not!
Even after 20 years of training and consulting in the auto industry we are still surprised by some of the salesperson behaviors that are so counterproductive yet resistant to change. The ineffective use of the telephone is one. In some dealerships you would swear that they installed special pho ...
Who ya gonna call?
Everybody knows that to be successful in sales you have to cultivate relationships with your clients! It's much harder to close a sale with a new walk-in client than it is to work with a repeat or referral client. Closing ratios for repeat and referral appointments are always greater than doub ...